Articles for Ken Thoreson
Mapping Out a New Sales Landscape
Look to custom sales protocols to expedite sales and improve productivity.
The Failure of CRM to Break the Wave Pattern of Sales
As a business progresses, effective and systematic sales management becomes increasingly crucial.
CRM as a Development Tool
A total CRM/SFA solution aimed at sales force--productivity improvement must consider the overall aspects of sales management.
The Downfall of Sales Management and SFA/CRM
Managers' failure to hold salespeople accountable can stall CRM efforts.
The Missing Element
Sales management must create an environment where top- and even average-performing salespeople exceed company goals.